Selling by phone is one of the oldest sales methods that still exists to this day. And contrary to what most people believe, selling by phone is a sales method that is anything but dead. The truth is that in the hands of an experienced sales professional, selling by phone can be one of the most effective tools to generate revenue.
The biggest mistake most people make is thinking that phone sales don’t work. They’ll pick up the phone and call maybe 5 or 10 prospects. And then get depressed when none of them say yes. In reality, it’s not that the phone is a useless sales tool – it’s that the person using the phone doesn’t know how to effectively use it. They think that phone sales are dead, when it’s their skill set that they can’t make the sale. They don’t know how to close, or how to talk on the phone with a prospect. Instead of accepting the fact that they are not that good at phone sales, they make excuses and complain when things don’t go their way.
This is why selling by phone is still one of the most effective ways to generate sales even to this day. A large majority of people that try to sell by phone, eventually give up because they think it’s worthless. This means that those who do know how to sell by phone, encounter very little competition. And they’re more than happy to reap the rewards that everyone else has overlooked.
Here’s our top reasons behind why you should continue selling by phone.
Why Selling By Phone Provides You With A Major Business Advantage
In business, a majority of sales happen over the phone. This is because prospects actually prefer interacting with another human being, over an automated system. In fact, statistics show that 70% of consumers would rather speak to a human than engage with a digital representative or chatbot. Compared to an automated sales process like a webinar or check out page, there is no human interaction involved.
People want to talk to a human being because it’s more trustworthy. You can hear their voice, their tonality, and the emotion behind their words. It’s a much more authentic experience, that allows the prospect to feel like you want more than just their money. This makes them feel as though you are different. Compared to other salespeople that are only after their money, you stand out because you communicate in a more genuine manner.
Selling by phone also gives you an advantage over businesses that don’t. You see, most people are actually afraid of speaking over the telephone. That means businesses that sell by phone already have an advantage over businesses that don’t.And the few that do, soon give up because they lose motivation. Human beings are naturally wired to be able to endure a set amount of failures before we give up. Accumulated failures over a long period of time result in us breaking down emotionally or and spiritually. And when that happens, you’ll quit because you don’t believe it works.
The Phone Has Not Failed You, Your Sales Script Has
This means that most salespeople that try selling by phone end up giving up only after a few attempts. They associate that negative experience of being rejected by the customer onto themselves. And that’s the problem, because it has nothing to do with them. Instead of putting the blame where it actually belongs, they project it onto themselves.
Doing this erodes confidence in the salesperson and makes them lose faith. As a result, they adopt false beliefs such as the fact that selling by phone doesn’t work. Or they believe they are a lousy salesperson. In reality, the sales script they are using is what’s actually hindering them from closing the sale. If they simply changed the sales system or script they are using, they would see a much different outcome.
The majority of people that do phone sales do not realize this truth. Instead of looking at what’s not actually working, they blame themselves or the telephone. Realize that selling by phone is just another sales method – it’s just a tool to get you to a desired result. A phone is no different than any other sales tool, such as an email or a brochure in the mail. What matters isn’t the tool being used, it’s how capable the person is at using that tool.
Remember: A tool is only as useful as the person holding it.
“An expert with a pebble can still beat a novice with a shuriken.” -Black Zetsu.
Selling By Phone Isn’t Outdated – Your Sales Techniques Are
Most people that try selling by phone use tactics that are outdated. These are techniques that may have worked back in the 1900’s, but are seen as annoying and rude today. For example, think back to the last time you got a call from a telemarketer. What was the first thing they said to you?
“Can I have a moment of your time?”
“Is this <name>?”
“Please don’t hang up I just need a minute”
If someone spoke these words to you on a phone what would you do? Immediately your first response would be to hang up. That’s because you’ve heard all of these sales techniques before. Whenever someone talks like that, you know already that they are trying to sell you something. And as human beings, we hate to be sold on anything.
People instinctively become defensive when they realize someone is trying to sell them something. It makes them feel as though they are being taken advantage of, like they’ve fallen for the slimy sales tactics of a smooth talking salesperson. That’s why if you’ve ever tried to push the customer into buying something, most likely the prospect responded in a negative way.
If you’ve tried selling by phone and seen little to no results, realize that it isn’t the telephone at fault, it’s the strategies that you are using. Prospects won’t respond to your sales pitch if they’ve heard it before, because they already know what’s coming. You’ll get rejected before you’ve even opened your mouth, simply because of an outdated sales method.
3 Ways You Can Use The Phone As A Powerful Sales Tool
For those that are experienced in the art of phone sales, the phone is a powerful tool. Besides using it to close deals, it’s a good way to screen your prospects and see if they are a good fit. And properly screening your prospects is important if you want to avoid clients from hell.
Clients from hell are prospects that aren’t properly qualified. These are the kind of people that harass you because of a small mistake, or get upset at the smallest change in plans. In most cases, accepting their money isn’t even worth the hassle later on. But if you know how to use the phone as a tool to screen prospects, you won’t ever have to deal with them.
Selling by phone is also one of the least expensive ways to close deals. Compared to other sales processes, selling by phone has very little overhead. You don’t have to pay money to run ads to a webinar, or direct them to a checkout page and pay for website hosting. The only expense that is incurred via selling by phone, is the electric bill and phone service provider. Selling by phone is an excellent way to minimize overhead and maximize profit.
Lastly, selling by phone is an excellent way to build a relationship with your prospect. Prospects buy from people they trust. If you want to close them on your product or service, you’ve got to make them trust you. That means actually having a conversation with them as a human being, instead of trying to close the deal at any cost. By speaking to them like a normal person, you’ll open up opportunities for long term business down the road, because you’ve already established a relationship with them.
The Biggest Mistake Salespeople Make When Selling By Phone
So how do you effectively use the phone to close deals? The secret is: You don’t.
The reason why so many salespeople fail to properly close deals on the phone is because they are trying so hard to close. All they focus on is closing the deal no matter what, which makes them desperate. As a result, the prospect is able to sense that desperation, which makes them uncomfortable and unwilling to buy.
Your job as a salesperson should be asking questions, finding out their needs and getting clear on what you two expect from one another. When you focus on doing these things, you don’t sound like a typical salesperson anymore. You’re not chasing the prospect down for their money and they can sense that. They feel you actually care about them as a human being, and want to help them in the best way possible. As a result, they’ll lower their guard and be more open with you about what they are looking for. That’s how to build a relationship and establish a connection.
What most salespeople don’t realize, is that most of the time the prospect is already willing to buy. There’s no need to convince them of anything – they are already ready and willing. That’s why they are on the phone with you in the first place. They want someone to convince them that they are making the right decision by buying into your service or product. And as a salesperson, if you’re asking the right questions and finding out their pain points and desires, you’ll be able to close the prospect without any hassle.Don’t make the mistake of trying to push the sale - you’ll only end up losing it. Click To Tweet
The Closer’s Guide To Selling By Phone With Minimal Hassle
If you’ve been following our work for some time, you might be aware of the term “High Ticket Closing.” For those that don’t know what it means, it’s a sales method that allows you to sell without selling.
High Ticket Closing is one of the best modern day sales methods that can be used to close deals and influence prospects. Unlike other sales methods that focus on closing the deal at the cost of sabotaging long term customer relationships, High Ticket Closing uses psychology to lead prospects to a close.
The reason High Ticket Closing works so well, is because it doesn’t make you sound like a salesperson at all. Most sales techniques focus on trying to convince the prospect to see your point of view, but with High Ticket Closing, this is the exact opposite.
For example, if a prospect asked why they should choose you over everyone else, a salesperson using HTC methodology might answer with “I don’t know.” This response is completely counter-intuitive to what kind a prospect would expect, which is why it’s so effective at getting results. You don’t sound or behave like a typical salesperson, which means there’s no reason for your prospect to suspect you are trying to sell them anything. And when they don’t feel like you’re trying to push them to buy anything, they’ll lower their guard and be more honest with you.
The 3 Key Components Behind High Ticket Closing
There are 3 key components to High Ticket Closing.
First, is finding out the prospects’ needs. Every single prospect that you talk to, wants something in return. For example, if they make the investment to join a gym for $30 a month, they are after a certain outcome or result. This could be losing weight, building muscle or simply finding a new spot for them to hang out. Once you find out their needs, you move on to the second component.
Second, is finding out their pain points. This means asking them deep questions to understand their current situation. Someone who is overweight and unhappy about their current lifestyle, will want to join the gym to lose weight. For example, an overweight person may have low self esteem because of their body image.
Your focus here is to take their problems and expand on it. Humans will not make drastic changes in their life except for two reasons – pleasure or pain. By making them see the reality of their situation and elaborating on how it’s a problem, you can direct them towards a solution.
Third, is presenting your product or service as the solution. You know their problem and you know why it’s causing them pain. All that’s left is to close them toward your service or product.
Putting It All Together
Once you’ve discovered all 3 components, the last step is to piece them all together and let the prospect see it for themselves. For example, the 3 components in this example are outlined below:
Pain Point: Low self esteem
Solution: Join the gym, lose weight, and gain back their self esteem
This is why establishing a relationship with the prospect is important. Unless the prospect trusts you, they are not going to believe you have the solution. They’ll have doubts about whether or not you’ll actually be able to help them, and procrastinate on making a decision. This is when the prospect tells you they want to “think about it.” And if you’ve been in business for a long time, you’ll know that when a prospect wants to think about it, their actual response is a no. They just don’t want to hurt your feelings by rejecting your offer.
Avoid the problem of having your prospects “think about it” by using this High Ticket Closing methodology in your sales techniques. Use these 3 components in your sales conversations, to close deals and establish close relationships with your prospects.
Stop Chasing Prospects Away – Learn The Art of High Ticket Closing Today
Selling by phone is still one of the most effective and profitable sales methods in business today. People that have given up selling by phone are leaving a ton of money on the table in the form of un-closed prospects.
These people believe that selling by phone is an outdated concept that no longer works. In reality, it isn’t that selling by phone is outdated, but rather it’s the strategies that they are using. Done correctly, the phone is a powerful tool that allows salespeople to screen prospects, close deals, establish relationships and generate revenue.
If you’ve been finding a lack of success selling by phone, realize that it is not the fault of the phone. Your sales strategies and techniques you have been taught are outdated and no longer effective in today’s modern world. In order to get prospects to open up and trust you, you need a new, proven method of doing phone sales.
Unlike old school sales methods that make your prospects feel uncomfortable, High Ticket Closing uses psychology to influence and lead prospects to a close. By asking questions, understanding their pain points and then using that information to lead them to the solution, you’ll be able to gain the trust of your prospects. And once that trust has been established, all that’s left is to get their credit card information.
If you want to learn more about the art of High Ticket Closing, click here to attend the masterclass now.